1 / 21

Big Picture – Reaching New Heights!

Enabling Partner Success in SMB Renewals Ray Keane – Microsoft Global Sales Operations Michael Beare – Microsoft SMB Renewal Sales Excellence Shane Hanly – Microsoft EMEA Operations Partner & Field. Big Picture – Reaching New Heights!. Welcome to Dublin. Reflections on our Journey.

omar
Download Presentation

Big Picture – Reaching New Heights!

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Enabling Partner Success in SMB RenewalsRay Keane – Microsoft Global Sales Operations Michael Beare –Microsoft SMB Renewal Sales ExcellenceShane Hanly – Microsoft EMEA Operations Partner & Field

  2. Big Picture – Reaching New Heights! • Welcome to Dublin • Reflections on our Journey • Changing landscape & the future • Enabling future success

  3. Reflections on our journey Together … A Recipe for Success! Performance Improvements Fy11-13 56% -> 93% Globally T-90 Early Engagement Tele Execution Customer & Partner Engagement Pipeline Management Fy15 =$1Bn+ Opportunity Azure in Open O365 Renewals Channel Enablement Tools Changing Landscape

  4. Cloud Services Renewals – Changing the Landscape!

  5. Coming “Wave” of SMB Cloud Subscription Expirations

  6. Online Services Anniversary Expirations – Are we ready? Image Source: Euroartists.com

  7. Renewal/Retain Opportunity - Happens every 12 months! Renew Open L&SA – renew every 2 years OV/OVS – renew every 3 years Renew Renew Office refresh Renew Renew Office Office 365 Year 5 Year 2 Year 3 Year 4 Year 6 • Renewal transactions increase revenues, allow up-sell & cross-sell, including Channel Incentive/rebates potential. Year 1 Year 6

  8. Integrating our Partners into Renewals Visibility into Microsoft’s lifecycle campaigns Program details and all content available to partners on Partner Marketing Center. Connecting customers with partners Partner of record contact information dynamically populated in all lifecycle emails throughout the subscription year

  9. Renewal Communications (O365 subscriptions ) Your Office 365 subscription expires in 30 days October Update: Customers renewing Office 365 De-provisioning Start Expiration Churn/disabled E+60 E-90 Customer E-1 E-60 E-7 E+113 E+29 E+119 E+23 E+30 E-30 In-Product Partner Customer emails: Contains Partner of Record contact information. Partner emails: Monthly aggregated list of customers in renewal.

  10. Partner Email and Dashboard To-Partner Renewal Email MPN Dashboard

  11. Notification Example: In-client/web Before Expiration (E) Office.com renewal page Dynamic page elements update during renewal period, according to time and customer data In Client (Word, Excel) My Account After Expiration (E)

  12. What is the Partner Account Targeting Tool (PAT-tool)? PAT-Tool for Distributors Identifies resellers with customers that are likely to purchase a Microsoft product based on historical purchase patterns. Helps cross-sell and upsell products like Office, Windows Server, Exchange, SQL, etc. Helps to identify Open Value (OV) and Open Software Assurance (SA) renewal opportunities and PC install base coverage. Benefits for Distributors Identifies the Microsoft resellers with the highest sales opportunity value. Shortens the sales cycle by identifying resellers with a higher probability of sales. Identifies the right resellers to contact for specific initiatives and campaigns. What’s new? The MPAT Tool is now delivered in Excel. Cloud propensity and subscription insights. Data is updated quarterly and should be downloaded each quarter. New products are added as released.

  13. New MCOIT/SHOOT: Partner Account Targeting tool (PAT) for Q3 • Partner filters • Partner results • Organization opportunities • Organization details: • Cloud potential (O365) • Upsell potential • Next logical product • Partner cloud profile • Organization account and agreement details 1 2 3 4 5 6

  14. Distributor Summary

  15. Accessing PAT-Tool For Distributors mpattmailer@Microsoft.com Your PSE (Account Manager) enters your details into the system and alerts you via email You will then receive an email invitation to access the tool Click the link in the email to login and create a password (first access) Note: To ensure the security and confidentiality of the information and data available on the Partner Account Targeting tool (PAT-tool) you will be requested to verify ownership of your email addressupon every login. Account ownership verification sent via email. Agree to the End User License Agreement (EULA) Select PAT-tool Disti database

  16. Guiding Principles & Challenges Low Usage Partner Assignment & Readiness Clear Measurement Highest Value Focus on 80% of Customers with highest revenue and drive up-sell/cross-sell Focus on customers with un-assigned seats and low usage * 1/3 of Open Keys on VLSC not redeemed! * 30%+ of Open seats are not assigned Drive assignment of POR, early billing and partner readiness * Only 25% of Open/FPP subscriptions have POR assigned Establishing actionable metrics and Goals * % of subscriptions contacted * % of subscriptions renewed before expiry

  17. Enabling thru Partner Success! Enhanced & New Tools Enhanced Services Alerts & Messaging Direct to User email notifications Service Source Microsoft Partner Network Explore.MS (March Launch) Channel Enablement Partner Account Targeting Tool (Q3 Updates to SHOOT) In Product Messaging Channel Sales Portal Pipeline Management SMB Renewals Web Folders (Q3 launch to Distributors)

  18. SMB Renewals Web Folders – for Distributors Anniversary Order Report O365 Activations Report Expirations Report Open Renewals Performance SKU Mapping Report O365 Partner Report Open Programs Instant line of sight into renewals performance Expiration data in direct CRM upload format Anniversary order reporting Visibility to all order info, including seat activation Ability to quote & renew discontinued & superseded SKUs

  19. GO-DO’s – What 3 things can I do to improve now? Build YOUR Opportunity • Understand your Cloud Services end-customer opportunity. • Start building CRM capability and review the customer lifecycle. • Leverage Tools from Microsoft like the PAT tool, MPN, Expiration & O365 Reports. • Sell and invoice the O365 Cloud customer – Early! Do NOTwait until the Expiration. • Engage resellers in the retention efforts and include Up-sell/Cross-sell. • At a minimum – invoice for the anniversary payments at T-90 • Establish targets, compensation, incentives to include end-customer retention. • This is not just about expirations & renewal. • MUST retain and GROW the services revenue streams to be successful! Early Engagement Retain & Grow

  20. Let’s Break New Ground Together. Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone 8 ALL Partners who provide feedback through the Conference Appwill receive a one year subscription to Office 365 Home Premium Visit the Conference App now at partnerconferenceapp.com .

  21. Thank you.

More Related